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Selling the Sandler Way Podcast

The Selling the Sandler Way Podcast is brought to you by Sandler Training, the worldwide leader in sales, management, and customer service training. Find more information about Sandler Training at

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Jan 3, 2020

Brian Sullivan Interviews Jonathan Farrington about the Sandler Research Center survey on The Hunt For New Clients

In this episode:

  • What’s in the survey and what makes it different
  • The Hunt for Clients in 2020
  • The good, the bad, and the ugly
  • How much does your lead generation actually cost you -...

Nov 26, 2019

In this episode:

  • Why this sales research is different than other sales research
  • The journey begins with the first sale
  • It’s no longer just about the product or service, it’s about the entire experience
  • Identifying Critical Moments
  • Good customer service is no longer enough
  • The importance of regular feedback from...

Nov 19, 2019

In this episode:
  • Why do people laugh in life and business?
  • How to use storytelling in sales
  • How humor can humanize you to your prospects
  • Is there a science to comedy?
  • Using comedy to establish commonalities
  • Interpersonal, authentic, matching and mirroring comedy is the comedy of sales
  • How humor can help you be...

Sep 23, 2019

Bill Morrison interviews Tony Hodgson on pricing and Selling the Sandler Way.
In this episode:
  • How Tony got into pricing and how the field has exploded
  • What parts of your business should be involved in pricing
  • Why pricing should be a focus area
  • How to grow your business 20% through pricing
  • Value based pricing
  • How...

Aug 26, 2019

Brian Sullivan, VP of Sandler Enterprise Selling, and Jonathon Farrington, Director of the Sandler Research Center, discuss "The Client Experience" - the second survey from the Sandler Research Center. Take the survey at

In this episode:
  • What the Sandler Research Center does
  • The essential...